Unipalm signs up Crossbeam Systems
Unipalm, the UK and Ireland distributor, is continuing to make a name for itself in the IT security market, having signed a distribution deal with Crossbeam Systems, the US-based security firm. David Ellis, Unipalm's director of e-security, said that the deal is a natural fit for the distributor's dealers, due to the number of ISVs supported on Crossbeam Systems' platform.
'These include Check Point, Internet Security Systems, Websense, Trend Micro and F-Secure, with whom we have existing relationships,' he explained. Crossbeam's security products include the X40, which was developed to allow large enterprises and service providers to consolidate their security infrastructures safely and preserve their security policies by running single security services switch. Alongside the X40, Crossbeam's security offerings also include the C30, a turnkey security services switch delivering high performance, high port density and layers of defence in a compact form factor and designed specifically for medium-sized to large enterprises.
Panda Software confirms UK move to indirect sales
Confirming plans laid down late last year, Panda Software, the spanish IT security vendor, has announced that it has moved entirely to an indirect sales model in the UK. Over the last year, Panda UK says it has been focusing on the restructure of its internal sales organisation, which has included the appointment and activation of dedicated strategic business partners, distributor partners and reseller partners.
The restructuring, the firm says, has also involved the introduction of new procedures to support the management of its renewal business and the associated channel partner sales tracking. Colin Fisher, Panda's distribution partner manager, said that the partner program was started around 12 months ago, since when the company has been establishing its channel sales operations. 'The program is now sufficiently established to activate the final level of our new sales model. As of September 1, Panda has switched over to a completely indirect sales model,' he said. Since September 1 all remaining direct sales business is being referred to approved Panda resellers and other channel partners. David Matthews, Panda's reseller partner manager, said that the program still needs expanding and, as a result, the company is continuing to look for new resellers partners. Under the partner program, he said, dealers will have access to personal account management and technical support, healthy discounts and significant marketing contributions. 'We're going to be working closely with our channel partners, offering the opportunity to become part of a program that promises to deliver lucrative revenue opportunities and personal support designed specifically to work productively with UK channel partners,' he explained
Computer 2000 signs deal with Xerox
Computer 2000, the UK distribution arm of Tech Data, continued its upward climb this month with a major agreement with Xerox. Yes, this is the same Xerox that remains phenomenally well-known for its photocopiers, even though the firm also has a thriving IT hardware sales and service operation.
Computer 2000 is helping Xerox distribute its digital document systems, which include a range of multi-function devices, printers and colour imaging products. According to David Watts, Computer 2000's general manager of PC and peripherals, the agreement marks a significant development for Xerox in the UK and adds a major new brand name to Computer 2000's portfolio.
Watts said that Xerox is an admired and respected brand-name - one of the best-known names in printing. 'It has excellent products that carry healthy margins for resellers and present them with good opportunities to add service and value. We're really looking forward to taking those products to the wider market and we are absolutely convinced that we will get a fantastic reception,' he explained.
Malcolm Mitchell, Xerox UK's general manager, said that the popularity of his company's multi-function devices and continuing growth in sales of high-quality colour imaging products have convinced the company that it is now time to broaden its horizons by working with many more value-added resellers. 'This agreement with Computer 2000 will enable us to do this very cost-efficiently and, at the same time, provide resellers with the support, stock-holding and logistics, and credit facilities they need in order to do business. We're looking forward to developing a highly productive and profitable relationship with Computer 2000 and its customers.'
Aventail signs with Sphinx for UK
Continuing the IT security theme this month, Aventail, the US supplier of Secure Sockets Layer (SSL) VPN appliances, has signed a major distribution deal with Sphinx, the value-added distributor. The deal will give Aventail access to the booming IT security dealer channel in the UK, as well as acting as a launchpad for IT the security firm's EX-1500 range of appliances.
In parallel with the distribution deal, Aventail says it is expanding its UK-based team and moving to larger European headquarters, as well as opening a new office in Frankfurt, Germany. Mark Hatton, Sphinx' managing director, said that his firm went with Aventail because of its strong market experience and proven technology - along with its commitment to the UK market and high level of indirect channel support. 'The Aventail EX-1500 family of appliances offers one of the most complete secure remote access solution on the market, with support for the broadest range of applications, platforms, devices and access methods,' he said. Sphinx says it plans on appointing 10 to 15 Premier Aventail resellers that are already delivering solutions based on Sphinx's portfolio of security, networking and data management products from vendors such as Oracle, NetScreen, RSA Security, Trend Micro, Websense and Radware.
Tony Caine, Aventail's vice president of EMEA, said that the partnership with Sphinx will play a major role in accelerating the growth of our customer base in the UK and firmly position Aventail as a key SSL VPN vendor. 'Europe is the world's second largest IT market and we are investing aggressively in our European teams and partners,' he said.
Experian figures paint rosy picture for dealers
The number of IT businesses in the UK failing in the second quarter of 2003 dropped by a third, according to the latest quarterly insolvency tracker by Experian, one of the UK's two major credit reference agencies.
The Nottingham-based credit report agency revealed that the IT industry was one of the more successful sectors for UK businesses, with failures dropping to 203 in the second quarter of 2003, down from 304 in the same period last year. The firm says that a total of 404 IT businesses went into liquidation, administration or receivership between 1 January and 30 June 2003, down from last year's first first half total of 538. Preliminary figures for the first eight months of the year from experian show that the number of voluntary liquidations, compulsory liquidations and receiverships declined by 4.8 per cent, 6.2 per cent and 19 per cent respectively. In comparison, the company says, administration orders are up 3.5 per cent and voluntary arrangements are up 11.7 per cent. Commenting on the figures, Phil Cotter, managing director Experian's business information division, said that, whilst the the continued fall in limited company failures is welcome, no-one should lose sight of the fact that 80 companies are failing in the UK every working day. 'Many of those companies give out warning signals and, if their creditors were to keep a watchful eye on them through regular credit vetting, they should be able to avoid being hit by bad debts left by company failure.'
Reading between the lines of the report, what does this mean for the indirect IT sales channel in the UK? Whilst it's always difficult to to judge the health of the IT sales channel, there is no doubt that 2002 was a bad year for distributors and dealers in the UK. During 2003, meanwhile, business appears to be picking up and, whilst profits margins, especially on computer hardware, could be better, so things, as the popular song, can only get better.
Unipalm, 0044-1638-569600, www,unipalm.co.uk,
www.crossbeamsystems.com;
Panda Software, 0044- 870-4445640, www.pandasoftware.co.uk;
Computer 2000, 0044- 870-0603344, www.computer2000.co.uk;
Sphinx, 0044- 870-8507007, www.sphinxcst.co.uk, www.aventail.com;
Experian, 0044-870-2416212, www.experian.co.uk